Federal Sales Director

About the role

This is a true player/coach role for someone who can both carry a strategic number personally while building the foundation for a high-performing Federal team. We are looking for a proven Federal seller who knows how to open doors, build executive credibility, create pipeline, close complex enterprise deals, and mentor a growing organization along the way.

Responsibilities

• Own and grow a strategic Federal territory with accountability for pipeline creation, revenue attainment, and long-term account expansion.
• Help define and execute BlueCat’s Federal growth strategy across civilian, defense, and intelligence-related opportunities.
• Identify whitespace opportunities, emerging initiatives, modernization programs, and mission-driven use cases where BlueCat can deliver measurable value.
• Build repeatable sales motions, operational rigor, and territory discipline that can scale as the Federal business grows.
• Lead as a Player/Coach by personally driving strategic opportunities while mentoring and guiding other Federal sellers.
• Onboard, develop, and elevate future Federal Account Executives.
• Share best practices around account strategy, pipeline development, Federal procurement navigation, and executive engagement.
• Act as a culture leader who brings urgency, accountability, collaboration, and professionalism to the team.
• Drive complex enterprise and Federal sales cycles by leading sophisticated, multi-threaded sales cycles from initial engagement through close.
• Build relationships across CIO, CISO, networking, infrastructure, operations, and procurement organizations.
• Navigate Federal acquisition paths including GWACs, BPA vehicles, GSA schedules, and partner-led procurement motions.
• Develop strategic account plans that align technical outcomes with mission priorities.
• Position BlueCat as a strategic platform by articulating BlueCat’s value across network modernization, Zero Trust, cybersecurity operations, cloud transformation, automation, and network observability.
• Partner closely with Sales Engineering to position differentiated technical value in competitive environments.
• Collaborate across the business by working closely with Marketing, Channel, Alliances, Customer Success, Product, and Executive Leadership teams.
• Build strong relationships with Federal systems integrators, strategic resellers, and ecosystem partners.
• Deliver accurate forecasting, pipeline visibility, and territory planning through Salesforce.

Requirements

• 8+ years of successful enterprise technology sales experience within the U.S. Federal market.
• Proven success building or scaling Federal territories, teams, or businesses.
• Strong track record of exceeding quota and closing complex enterprise or Federal deals.
• Experience selling cybersecurity, networking, infrastructure, observability, SaaS, automation, or cloud-related solutions.
• Deep understanding of Federal buying motions, procurement processes, and contract vehicles.
• Existing relationships across Federal agencies, systems integrators, and channel ecosystems.
• Ability to operate strategically while remaining highly hands-on.
• Strong executive presence with the ability to communicate effectively with both technical and business stakeholders.
• Experience developing account plans, territory strategies, and pipeline generation programs.
• Strong cross-functional leadership and collaboration skills.
• High urgency, accountability, and ownership mentality.

Qualifications

• Experience selling network infrastructure or networking platforms.
• Experience selling cybersecurity or Zero Trust solutions.
• Experience selling network observability or monitoring platforms.
• Experience selling infrastructure automation or orchestration technologies.
• Experience selling hybrid cloud networking solutions.
• Experience selling enterprise SaaS or operational intelligence platforms.
• Experience working with agencies focused on cybersecurity, modernization, infrastructure resiliency, defense operations, or cloud transformation is highly desirable.

Skills

• Strategic thinking and execution.
• Relationship building and executive engagement.
• Complex sales cycle management.
• Account planning and development.
• Procurement process knowledge.
• Technical expertise in network infrastructure, cybersecurity, observability, automation, and cloud.

Benefits

Annual salary range: USD 340,000–380,000, plus participation in a discretionary bonus plan. Final compensation will be determined based on skills, experience, and qualifications.

Pay

USD 340,000–380,000 annually.

Schedule

Full-time position.